European manufacturers built their reputations on quality: German cars, French high-speed trains and Swedish steel. For centuries, buyers knew they were getting the best, and that was enough to drive sales.
And then things began to change…
As the 21st century dawned, globalisation, new technology and emerging markets in Asia and the Americas crept into Europe’s manufacturing market share. At the same time, buyer dynamics shifted — clients grew more informed, with more stakeholders joining the sales conversation, and less dependence on sellers for insight.
Miller Heiman Group’s new guide, “The New Industrial Revolution: Future-Proofing European Manufacturing Sales in the 21st Century,” explores the factors and influences that brought European manufacturing to its current state:
- Constant geopolitical shifts
- Playing catch-up with Asian competitors
- Rise in aerospace and defence spending
The guide also catalogues three major factors European sales organisations must consider when re-positioning their sellers to provide perspective:
- The rise of subject matter experts as sellers
- Keeping on top of valuable indirect sales
- Differentiation from the competition—even when they cost less
The guide offers key actions that organisations can immediately implement for sales transformation in the face of this seismic, industry-wide shift. When sellers modernise their approach, the future looks invigorating rather than overwhelming.
Download “The New Industrial Revolution: Future-Proofing European Manufacturing Sales in the 21st Century” today.